Chris Hitchens passed away before I really found out who he is. In his wake I’ve found he’s my favorite thinker of all time. The guy has a visceral way with words, but I’ve found few things he’s said to be less than pure brilliance.
This book is written from a 20 year veteran of the FBI hostage negotiation task force. The premise is that the fundamental rules for negotiating are universal, they apply the same for hostages as they do business transactions. We achieve best results through empathy, leading through open ended questions, and understanding the opposition's position. Negotiating is emotional, and people are generally bad at controlling their emotions, this leaves a wide margin of opportunity. This book is unfortunately not a uniquely profound negotiating book, but it is a very good one. If you’ve ever read “How to win friends and influence people” it’s quite similar and is good reinforcement. If this is your first book on negotiating, then it’s a must read.